Vision Report

Sales Onboarding: Translating Competencies Into Learning Outcomes

January 1st, 2018
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

While more than 70% of sales organizations have some type of formal onboarding program in place, many fall short of rep productivity expectations. This failure often stems from not mapping learning opportunities to role-based competencies — the skills, knowledge, and process expertise needed to execute. Revenue enablement leaders need to define the required competencies for relevant sales roles and translate these competencies into the actionable learning outcomes that are the desired end state of learning opportunities. In this report, we describe how to translate sales competencies into learning outcomes in order to guide the creation and refinement of sales onboarding programs.

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